In what ways do distributive and integrative approaches to negotiation differ? In what situations would you use one approach over another?

JavaScript Not Detected

JavaScript is required to view textbook solutions.

Step 1 of 1

•
Characteristics of integrative or win-win negotiations include:

o An emphasis on everyone winning.

o A long term approach (current and future
relationship important).

o Longer completion time.

o An open, communicative, flexible environment.

o The goal of "expanding the pie" and generating
multiple, creative options for mutual gain.

o Appropriately used if the relationship is as or
more important than winning, if time permits, and if you determine
that working together can result in an even better outcome that
benefits both parties.

•
Characteristics of distributive or win-lose negotiations
include:

o A winner takes all attitude; distribute a fixed,
scarce pie.

o A short term approach (winning the current
negotiation is of ultimate importance; the relationship doesn't
necessarily matter).

Select Your Problem

Get Study Help from Chegg

Chegg is one of the leading providers of homework help for college and high school students. Get homework help and answers to your toughest questions in math, calculus, algebra, physics, chemistry, science, accounting, English and more. Master your homework assignments with our step-by-step solutions to more than 3000 textbooks. If we don't support your textbook, don't worry! You can ask a homework question and get an answer in as little as two hours. With Chegg, homework help is just a few clicks away.